In this episode of The Emblazers: B2B Leaders Igniting Revenue, host Abby Kerr introduces a timely conversation between resident expert Tim Riesterer and Dr. Howard Dover, Clinical Professor of Marketing and Director of the Center for Professional Sales at the University of Texas at Dallas.Howard is a leading thinker on the sales innovation paradox—the tension between efficiency and effectiveness in modern selling. He explains why, despite waves of new technology, productivity gains have not translated into better outcomes for buyers. In fact, AI risks making bad sales processes faster, rather than making sales better.The conversation digs into what it takes for sellers to differentiate themselves when buyers are overloaded, skeptical, and already armed with their own AI tools. Howard shares why curiosity and business acumen—not just cadence automation—will define the next generation of successful sellers. Tune in to learn: Why sales productivity gains have created paradoxes, not progress How AI could amplify bad habits instead of fixing them Why buyers now assume all sellers are guilty until proven otherwise The danger of relying on efficiency over true effectiveness The core skills sellers need to be “augment-able”: curiosity and business acumen Links and Resources Connect with Abby Kerr Connect with Tim Riesterer Connect with Dr. Howard Dover Subscribe to The Emblazers for more episodes with top thought leaders Check out the Emblaze revenue community and start your membership today Learn about Dr. Howard Dover Dr. Howard Dover is a renowned expert in sales innovation, coaching individuals, teams, and companies to overcome the Sales Innovation Paradox. A true polymath, he seamlessly bridges the worlds of sales, marketing, and academia, excelling as a sales professional, coach, database and systems analyst, and professor. With a wealth of experience in sales strategy, performance, recruiting, and digital marketing, Dr. Dover has built meaningful networks across industries, helping businesses unlock their potential. He is passionate about fostering the next generation of sales talent and empowering organizations to thrive in an ever-evolving marketplace. Learn about Abby Kerr As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background that spans brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.